Large enterprises spend millions of dollars with multiple airlines and therefore have an increased purchasing power to negotiate discounted rates for their travelers.
An airline RFP, or Request for Proposal, is a formal request for tender by a company to a selection of airlines on one or more routes seeking negotiated, reduced, and exclusive fares. Multinational companies typically have common routes that their employees use. Those trips are often between regional and head offices, which the enterprise seeks to reduce expenditure.
Companies generally have to commit to minimum levels of spend or volume on specific routes or per year to qualify for the discounts they negotiate.
Airline RFPs have become increasingly complex given that workforces have spread out. The requirements for the bidding airline include additional items such as frequency and, in some cases, ecological emissions standards.